CAREER HIGHLIGHTS
· Senior leadership positions with dynamic Fortune 100 (FedEx, 3M); multi-national organizations (Randstad); and smaller high-growth, entrepreneurial companies (EXCEL, The Woolf Group)
· M&A and turnaround experience in public, private, and international companies
· Profitability improvement, revenue growth, and sales/service/operations process implementation in distressed and changing companies/cultures
· People management responsibility ranging from 12-275 professionals
PROFESSIONAL EXPERIENCE
THE WOOLF GROUP 2002-2003
President & Chief Executive Officer, Research Triangle Park, North Carolina
· Named in March, 2002 to replace the three founding partners of The Woolf Group, a nationally recognized niche provider of high-level clinical research professionals to the pharmaceutical (GSK, Merck, etc.), CRO (Quintiles, PRA, etc.), and biotech (Amgen, Genentech, etc.) industries. Total leadership responsibility for the profit and revenue improvement of the Company; Woolf Group was one of only two profitable entities in UK parent company’s portfolio. Effected client-centric change with the Company’s employees in its Research Triangle Park, NC and San Diego, CA offices. Implemented performance metrics for Business Development professionals and Recruiters to improve results and activities. Upgraded The Woolf Group’s brand image, creating new marketing messaging for client and candidate collateral, advertising, and trade show participation.
§ 38% increase in new billing customers
§ 37% improvement in utilization of new contractors
§ 200+% boost in Client/Prospect sales meetings and outreach calls
OUTSOURCE INTERNATIONAL/TANDEM 2001
Senior Vice President-Sales and Marketing, Delray Beach, Florida
· Led sales and marketing initiatives for 40-year old national staffing services provider. Served as an executive member of the Management Council with Chief Restructuring Officer, President, and Chief Information Officer and responsible for overall revenue, profitability and operational performance. Company generated $220 million in annual revenue through a network of 130 company-owned and franchise locations. (Although profitable for ten (10) consecutive quarters, the Company was in a turnaround process, having filed for Chapter 11 bankruptcy protection in June, 2001 to re-organize its debt burden. New equity owners bought the Company in January, 2002.). Inherited decimated Tandem sales force with over 90% turnover; rebuilt field sales organization and re-engineered selection/onboarding/education processes. Stabilized sales force through results and activities management and meaningful variable compensation plan modifications.
§ Increased Tandem Revenue and EBITDA throughout 2001 despite economic pressures, salesforce turnover and Chapter 11 filing
§ “New” revenue sold at an accretive five hundred Net Contribution Margin basis points higher than company average for existing business
RANDSTAD NORTH AMERICA & EXCEL TEMPORARY SERVICES 1998-2000
2000/Randstad Vice President & Regional Market Manager, Atlanta, Georgia
· Selected by European and U.S. boards to manage largest single market in Randstad’s worldwide network. Assimilated five former brands/cultures from companies purchased by Randstad into single RNA brand identity. Responsibility included 275 Field employees, 54 branch locations, and $175 million in annual revenue.
§ Navigated region to year over year growth in Profit and Revenue through Randstad organizational restructuring and significant human-capital turnover
§ Directed hiring initiative that brought 100+ new internal Field (Metro Atlanta) employees to Randstad in ten-week period 6/1/00-8/15/00
1998-1999/EXCEL President, Atlanta, Georgia
· Recruited by EXCEL’s founders in succession plan to steer the future expansion of the company. Responsible for all day-to-day operations of EXCEL’s offices in Atlanta, Maryland, Virginia and Washington, D.C. Gained total authority for EXCEL Temporary Services’ 150 Field and Corporate employees, 39 branch locations, and $70 million in annual revenue. (Together with 17 other staffing companies, EXCEL was purchased by Randstad in late 1998, but operated independently and as a separate brand until the end of 1999).
§ 1999 record performances in Profit ($7.1 million), Total Revenue ($69.8 million), Gross Margin Dollars ($16.9 million) and Hours Growth (topped 100,000 weekly hours)
SNELLING PERSONNEL SERVICES 1997
Regional Vice President-South Branch Operations, Dallas, Texas
· Expanded existing branch market share for 19 full-scope staffing services operations from Hawaii to North Carolina, while successfully integrating additional acquisitions.
· Maximized profits and increased overall revenue on annual base of approximately $50 million.
· Planned and directed hiring and development of all branch management and staff in existing locations and new acquisitions.
§ Achieved profit improvement in Snelling Personnel Services South Branch Operations from -$44,000 in April (4/97 first full month in position) to +$149,000 in November (11/97 last full month in position)
§ Overhauled existing management in over half of Snelling South Branch Operations’ branches and replaced non-performing personnel with strong new leadership
FEDERAL EXPRESS CORPORATION 1982-1996
(Promoted through a series of Sales and Sales Management level positions during a period of rapid growth for one of the largest international transportation companies in the global marketplace)
1992-1996/District Sales Manager-Tennessee District Sales, Memphis, Tennessee
1990-1992/Manager-Global Accounts Sales Planning, Memphis, Tennessee
1986-1990/District Sales Manager-Sunshine District Sales, Orlando, Florida
1985-1986/Senior Account Executive & Sales Education Facilitator, Memphis, Tennessee
1982-1985/Senior Account Executive, Houston, Texas
§ Earned FedEx Sales Hall of Fame distinction (top 1% in sales force) and four-time winner of President’s Club recognition (top 10% in sales force)
§ In Tennessee Sales District, managed and developed sales force generating $210 million annually, highest producing district in entire company
§ In Sunshine Sales District, managed and developed sales force achieving highest percentage of growth in FedEx worldwide system for four consecutive years
3M COMPANY 1980-1982
Account Sales Representative, Albuquerque, New Mexico and Memphis, Tennessee
· Directed New Mexico and West Texas sales territory and then transferred to the Memphis, Tennessee and Northern Mississippi area; move included change in scope of responsibilities from selling automotive aftermarket products direct to end consumers to managing major warehouse distributors.
EDUCATION
Bachelor of Business Administration Degree 1976-1979
Southern Methodist University, Dallas, Texas
· Graduated early while carrying full course load and working as a Sales Assistant for IBM Corporation and as a Conversions Specialist for Daon Development Southwest. |
